NEW DISTRIBUTION RESEARCH TOPIC
How can brands grow beyond price competition?
Evidence and cases on product strategy, category innovation, marketing, and channel coordination in China’s consumer market.
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4701 articles · Page 138 of 196
From Transforming a Piece of 'Stinky Soap' to Ranking Among the Global Top Five: This Man Brought Pride to Chinese Brands!
This article tells the story of Zhuang Qichuan, who led his small factory to become one of the world's top five in the daily chemical industry. Despite offers from international giants, he insisted on maintaining his own brand and revitalizing the detergent industry.
小创君Discount Promotions: How to Do Them Without Hurting Your Brand?
A tea merchant found that sales surged after a holiday promotion, leading to an addiction to discounts. However, repeated promotions trained customers to buy only when discounted, making normal-price sales impossible. After calculating the ROI, the merchant cut the product line and gave away inventory as gifts. With year-end holidays like Double 11, Thanksgiving, Double 12, Christmas, New Year, and Spring Festival approaching, marketers have many reasons to plan discounts, but some promotions boost brands while others self-destruct. This article analyzes when discount promotions work best and how to avoid brand damage.
包思成JDB Wins! Can Reuse the 'Fear of Getting Heaty' Slogan!
On the 13th, JDB's official Weibo announced that it received a final ruling from the Guangdong High Court in the case against Wanglaoji and GPHL regarding the 'Fear of getting heaty' slogan. The court ruled that JDB's use of the slogan pattern 'Drink XXX if you fear getting heaty' on its 'JDB Herbal Tea' product does not constitute unfair competition, overturning the first-instance judgment and dismissing all claims by Wanglaoji and GPHL. This is another major favorable ruling for JDB following the Supreme People's Court's final decision on the red-can packaging in August.
New DistributionShocking! How Many Chinese Families Are Being Squeezed Dry by Foreign Milk Powder?
Every Chinese parent knows the saying 'Never let children suffer.' From birth to early childhood, they spare no expense to provide the best food, clothing, housing, and entertainment, a competitive parenting style that has trapped millions of families and created business opportunities. Milk powder, as a child's 'first food,' is a necessity with high frequency, long cycle, and high unit price, making it a 'gold-coin-spitting donkey' for merchants. Under the influence of the 'best' parenting concept, many foreign brands exploit parents' desire for optimal nutrition, segmenting homogeneous products into tiers and labeling them as 'premium,' 'original,' 'original packaging,' or 'multifunctional,' while raising prices to extract high profits in the Chinese market.
董虹Liu Chunxiong: The Key to Peaceful Coexistence Between Brand Owners and B2B is Finding the Distributor's Position
At the 3rd FMCG + Internet Conference, marketing expert Liu Chunxiong shared his views on B2B, arguing that B2B platforms should not try to replace all channel functions but instead focus on one dimension and cooperate with brand owners and distributors. He emphasized that normalized orders, not subsidies, drive B2B success, and that the key to long-term harmony is repositioning distributors as strategic promoters.
刘春雄Focus on Autumn Sugar Fair | "Star Dad" Wang Sicong's EROS Vitality Drink Strikes Gold at Autumn Sugar Fair, Receives 10,000+ Positive Reviews, Becoming the Strongest "Dark Horse"!
As a benchmark for the national sugar and beverage industry, the 97th Chongqing Sugar and Wine Fair officially opened at the Chongqing International Expo Center on November 10. Choosing the right "dark horse" can bring a year of business opportunities! For many distributors, the Autumn Sugar Fair is the best time to lay the foundation for 2018, discover good products, and seize market opportunities. With this task in mind, many distributors began selecting their preferred "dark horse" among new functional beverages, as new beverage channels offer greater opportunities compared to the established distribution channels of old brands. Wang Sicong's EROS Vitality Drink...
New DistributionFrom Channel Power to Brand Power: Beyond Efficiency, Consumers Need Better Products
The 3rd 'FMCG + Internet Conference' hosted by New Distribution was grandly held on November 8-9, 2017 at Chongqing Yuelai International Conference Center, attracting over a thousand distributors, manufacturers, and internet companies from across the country. The following is the speech by Li Qian, founder of Hetun Youqingxu, at the conference, organized for readers.
李倩In the Era of Concentrated Rise of Channel Brands, Where Are the Dangers and Opportunities for Distributors?
In recent years, two trends have been evident in the marketing world: first, distributors are increasingly forming voluntary alliances and associations, independent of manufacturers, signaling a channel awakening. Second, new brands that have risen and grown in our lives, such as Liangpin Shop and Xianyu, are more focused on integrating other brands or categories, or on information matching, and they excel at channel management rather than manufacturing. This can be seen as a second signal of channel awakening.
黄润霖Da Ma Bang on the Ancient Tea Horse Road: Besides Red Bull, It's Him! Why?
Da Ma Bang, a beverage brand from the Ancient Tea Horse Road, positions itself with selected quality fruits. Its founder, Li Qiwei, traveled the road dozens of times to source exotic fruits from Southeast Asia, launching the brand in 2001. The company focuses on fresh fruit juice, targeting special channels like restaurants and tourist attractions, and aims to partner with distributors for mutual growth.
老纳Vita Lemon Tea on Quality Inspection Blacklist; 'Shanshuiqing' Sued for Copying 'Ganten'; Want Want Remakes Classic Ad
China's AQSIQ blacklisted Vita lemon tea products for September 2017 due to expired labels and quality issues. A Hainan court mediated a settlement where 'Shanshuiqing' paid 180,000 yuan to 'Ganten' for packaging similarity. Want Want released a nostalgic remake of its classic ad for Double 11.
New DistributionAlibaba Retail Link Partners with Master Kong to Embrace Big Data-Driven New Retail
As November begins, the world enters the Double 11 shopping season, and Retail Link, together with 600,000 small retail stores, ushers in the Double 11 store carnival. Just before Double 11, FMCG giant Master Kong, along with its national distributors, joined Retail Link to embrace new retail. On October 31, Alibaba Retail Link and Master Kong's instant noodle division signed a national cooperation agreement at Alibaba's Binjiang campus, aiming to leverage Retail Link's channel and technology advantages to build a data-driven management system and enhance brand penetration.
New DistributionHow a Promising Brand Textbook-Style Ruined Itself
A distributor's complaint about a brand's quality issues and market chaos leads to an analysis of how the brand's own actions, including squeezing its OEM and tolerating gray market sales, caused its decline.
你好凯蒂Nongfu Spring, Jingtian, Wahaha, and C'estbon All Enter the One-Time Bucket Water Market
The bucket water market has become lively again as Jingtian launches 14.8L one-time large-pack drinking water, and Nongfu Spring is about to launch 15L one-time bucket water, targeting the household and catering water market. With consumer upgrades, the one-time bucket water and household water market are expected to see new opportunities.
New DistributionInvesting in JDB: 14 Official Answers from COFCO Packaging
COFCO Packaging will invest 2 billion yuan in Qingyuan JDB, in the form of cash and can supply, acquiring a 30.58% stake upon completion, with the investment to be made within one and a half years. In an investor Q&A, COFCO Packaging clarified its role as a financial investor, the rationale behind JDB's choice, expected returns, and future cooperation possibilities.
New DistributionWhat Kind of 'Bawang' Do the Market and Consumers Want?
The article discusses the recent viral topic 'The boss of Bawang anti-hair loss shampoo is also balding' and Bawang's successful crisis management response. It analyzes the changing demographics of hair loss sufferers, with more young people (post-90s) experiencing hair loss, and how Bawang is adapting its marketing to appeal to younger consumers through self-deprecating humor and memes, while also highlighting the brand's position as a domestic champion in the anti-hair loss market.
五月Suffering a Massive Loss of 7.2 Million, the Nearly 50-Year-Old 'Temporary Worker' Turned the Tide and Built a 5 Billion Empire!
In 1991, Wang Guangxing, nearly 50, finally slept well after the tasting conference for Coconut Palm coconut juice in Beijing. He had turned around a failing factory, overcoming immense challenges to build a leading brand in the coconut juice industry.
New Distribution14 Years Ago It Earned 1.8 Billion from Selling Laundry Detergent and Toothpaste; Now Even Li Ka-shing Can't Save It
In China's daily chemical sector, if seniority were the criterion, the protagonist of today's story would likely sit at the top. How impressive was it? The first pack of Gongnong brand laundry powder, the first bottle of liquid dishwashing detergent, and the first tube of toothpaste in China were all produced by it and its subsidiaries. It pioneered China's detergent industry and was once the leading local daily chemical enterprise. Its name is White Cat, and you've certainly heard of it or used its products. Founded in 1948, White Cat (then known as Shanghai Yongxin Chemical Industry Co., Ltd.) initially was a small private factory producing soap, glycerin, and stearic acid. Two years later, with the help of the Shanghai Municipal Finance and Economics Committee, White Cat, facing funding and operational difficulties, transformed into a state-owned enterprise.
石薇What Will It Take for Mengniu to Reclaim the Top Spot in the Dairy Industry? It's Still a Mengniu Behind Yili
Despite similar asset scales, revenues, and market shares, since the melamine incident, Mengniu's market value has lagged behind Yili's by the size of one Mengniu, with profits only one-third of Yili's. This is closely related to frequent management changes and industrial layout adjustments at Mengniu.
孟楠Three Squirrels Suspends IPO Amid Growth and Investor Pressures
As of October 19, 2017, the latest IPO review status from the CSRC shows that Three Squirrels is under suspension of review, marking a temporary halt to its listing process. The suspension falls under circumstance four, where the issuer voluntarily requests suspension or other reasons prevent the review from proceeding. Notably, Three Squirrels had signed agreements with investors regarding the listing timeline; if the IPO remains suspended after two months, these agreements will automatically trigger, granting investors rights such as repurchase options.
程鹏飞 文刀Turbulent Times: A Decade of Ups and Downs for Domestic Infant Formula
Since 2008, China's domestic infant formula industry has weathered a decade of turmoil, from the melamine scandal to fierce competition with international brands. This article chronicles the rise and fall of key players like Beingmate, Feihe, and Junlebao, highlighting their strategies, challenges, and the industry's ongoing transformation.
New DistributionWhy Aren't Products as Good as Seeyoung and Saky Still Not Popular? What Should They Learn from Master Kong?
This article discusses the impact of a missing department on enterprises. As emerging products of the past two years, Seeyoung and Saky have gained some fan attention and quickly risen to occupy a certain market share. However, when trying to advance to a higher level, they find themselves powerless. The article argues that both brands lack a crucial promotion department, which is essential for building brand loyalty and driving sustainable growth.
老纳Reverse Thinking in Business: Mengniu's Path to Success!
Niu Gensheng, founder of Mengniu, is most notable for his reverse thinking, which was influenced by his mother's teachings. This approach led him to build the market before the factory, integrate social resources, and achieve rapid growth, making Mengniu a leading dairy brand.
New DistributionXiaomi's Ecosystem Isn't Enough, Lei Jun Sets His Sights on Tea Drinks! Are You OK???
As a pioneer of 'Internet+', Xiaomi has been like a catfish, disrupting traditional industries that used to make easy money. This time, Lei Jun and Xiaomi are stirring up the beverage industry! On October 13, Xiaomi's 'Mijia Youpin' mall launched six 'Pingze' tea bags. In recent years, internet-famous tea shops like Heytea and Sang Tea have been thriving, sparking an 'Internet+ tea' trend. NetEase Yanxuan sells tea, JD Finance invests in tea, but Lei Jun was earlier. As early as early 2015, Lei Jun led Shunwei Capital in a $10 million Series A investment in Zuipin Mall, a tea vertical e-commerce platform.
一本正经40 Years of Marketing in China: Dr. Shi Wei Summarizes 9 Key Growth Lessons
Since the late 1970s, China's economy has undergone dramatic changes, with marketing evolving through four stages. Dr. Shi Wei, a management consultant, distills nine key lessons from the growth of successful Chinese enterprises, including demand response, price competition, integrated communication, deep distribution, and e-commerce.
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